The nervous system consists of the numerous white cords radi- 
ating from the brain or from the spinal marrow. These white cords 
or nerves are distributed to every part of man's physical organiza- 
tion. 

Upon the healthy condition and vitality of the nerves all our 
manifestations, be they physical, mental, or moral, depend. 

Intellectual or moral manifestation would be impossible with- 
out the instrumentality of the nervous system. It is by this agency 
that mental and physical impulses and operations are registered 
upon the brain cells. 

Consequently all our efforts, whether for good or evil, are influ- 
enced through the vitality or impairment of the nerves. 

They are generally distributed in pairs throughout the system 
and without their functionating, we could neither smell, hear, see, 
feel, nor taste; nor could we be conscious of any intelligence. 

It is the province of anatomy and physiology to elucidate the 
truths of our physical constitution. We can in a booklet of this 
kind merely allude to its importance in the economy of man. 

In the annex or supplementary classification of applicants for 
positions, as employees or executives, we in no wise claim to be 
fully efficient or expert in the technical business knowledge re- 
quired for such an undertaking. Our claim consists rather in the 
systematizing of the outward indications and impressions we form 
of the head, face, body, action, voice, speech and other manifesta- 
tions of individuals. 

It is the physical, mental and moral equipment in which we 
are interested. Therefore, we do not away with the filling out of 
application blanks, nor do we ignore worthy credentials; but we 
admit that we expose the incompetent, the lazy, the dishonest, 
whether we find them in the ranks of applicants, employees, or 
employers. 

This system is no longer in the experimental stage. For a num- 
ber of years we have successfully demonstrated its utility to 
numerous institutions and business houses in the Commonwealth of 
Australia, in San Francisco, in Minneapolis and more recently in 
Chicago. 

The method is strongly recommended as an improvement over 
the antiquated "HIT AND MISS" practices hitherto found in use 
in classifying or placing of individuals in the institutions of busi- 
ness, of industry, or in the various other callings of either men or 
women. 



5 



Furthermore, this little textbook should whet the appetite of 
those interested in our larger work, later to be published. 

In the classification of the temperaments, we must give Dr. 
Stewart's valuable work on "The Temperaments" credit as equal 
to any as yet published. We have purposely condensed this book- 
let into ten practical lessons not difficult to demonstrate by the 
intelligent teacher and easily assimilated by the student. The 
information contained therein can be verified by all those who will 
take the trouble to observe and do some thinking for themselves. 
It is furthermore supplemented by a "Chart" and a classified sum- 
mary of the mental and physical characteristics necessary in appli- 
cants and executives for various positions in the commercial world. 

This little booklet is not the result of academic learning, it is 
merely the result of our individual experience during many years of 
practical observations in many lands. 

The reader must not believe that the mere perusal of these 
pages will render him expert in the science and art of character 
reading. To do so would be tantamount to the belief that pepper 
and salt are capable of being relished without the meat. Books in 
this case constitute merely the condiment, while practical observa- 
tion is the meat. 

Character analysis necessitates research work, critical observa- 
tion to discriminate between what may be merely unwarranted 
opinions and what may constitute facts. Any normal man or 
woman of average ability can train his or her power of observation 
if he or she so desires. 

Character analysis is not a child of the imagination and mere 
dreaming will not assist it. It necessitates intelligent association 
and intercourse with our fellow beings. 

Firstly we have to consider man's propensitities as in common 
with the lower animal creation; and for that purpose we have to 
divest him of all his artificial ornamentation. 

As the highest order of vertebra animals, man's framework con- 
sists of a skeleton whose upper expanded portion of the vertebral 
column, comprises the cranium and the face. The bones which 
compose the skeleton constitute the solid foundation upon which 
the whole process of man is built, and any malformation of these 
bones is certain in some manner, to be a handicap in his physical 
operations. 

Furthermore the stronger the skeleton, the greater is its proba- 
ble durability as the physical foundation of man. 

©C1.A437419 
AUG 26 1916 



35 



PREFACE. 

Success in Character Analysis can only be obtained by the ad- 
herence to habits of personal observation. In Character Analysis 
we must neither presume nor assume opinions without due per- 
sonal investigation. No mere reading of books or hearsay evidence 
will give the student success. Steady and intelligent devotion to 
the subject will be one of the pre-requisites in the verification of 
truths contained in this little textbook. 

Nearly forty years of scientific research work in many lands 
among civilized and uncivilized peoples, under various circum- 
stances and conditions, during which time we have had ample 
opportunities for the verification of our personal observations, has 
rendered possible our efforts in this direction. Having convinced 
others, that our observations and impressions needed only to be 
properly classified to become a valuable asset to the honest and 
intelligent inquirer. We have undertaken the work of classi- 
fication and we submit the same herewith. 

These lessons are offered to the public with a view of further- 
ing scientific observation in business methods, and in such a manner 
that the individual cannot be considered a mere pawn in the game, 
or so-called cog in the wheel of progress, but as a human element 
worthy of every consideration. In compiling our views of different 
types of people we simply have put down the results of our experi- 
ence during the many years of our personal research work, most of 
which has been gathered at personal risk and from sources we now 
consider unapproachable and unknown to the merely academic 
student or to the general reader. 

It is one thing to read about a subject, but quite another to go 
to the fountain head for your information. 

Our sojourn amongst the most primitive types of people, our 
having shared for a number of years in both their joys and their 
sorrows, and the opportunities offered thereby to substantiate by 
personal contact and observation, all we are desirous to have the 
reader know, cannnot but enhance the value of the information thus 
obtained. 

3 



CHARACTER ANALYSIS 

TEXT BOOKLET AND SELF INSTRUCTOR 

—BY- 
JOSEPH BLUMENTHAL 

Consulting Vocational Expert. 



THE MIND IS THE MAN. 

The body is simply the instrument through which the mind 
manifests itself. The mind is manifested through numerous or- 
gans. Each is primary and independent in its function, doing its own 
work, and not doing the work of any other. Each of these powers 
is manifested by or through a particular nerve, faculty, or portion of 
the brain. 

Different individuals possess mental power in different degrees. 
One possesses ten talents, another five, another one. Each mental 
power grows stronger and becomes more skillful by proper exer- 
cise. 

Our accountability is just in proportion as we make a good or 
bad use of these talents. Each mental power was created for the 
purpose of doing good, and was intended to be so used. 



The scale for marking the relative strength, activity, and de- 
velopment of the physical, mental and moral characteristics is from 
1 to 4. Figure 1 means small ; 2, fair ; 3, full ; and 4, large. 

When a characteristic is half way between two figures it is 
represented by two figures as 3-4, or 1-2. In such cases the medium 
between the two will be right. 

C stands for Cultivate. 

R stands for Restrain. 



7 



ANALYTICAL CHART 

OF CHARACTER AND ABILITIES 

—BY- 
JOSEPH BLUMENTHAL 

Consulting Vocational Expert 



Date 

Name 

Age 

Nationality 

Temperament. 

Mental (or Nervous) 

Sanguine 

Bilious 

Lymphatic (or Excessive Vital) 



PHYSICAL CHARACTERISTICS. 

Conditions, Instincts, Feelings and Desires Common to Man With 
the Lower Animals. 

1. Health 

2. Activity 

3. Organic Quality 

4. Observation 

5. Sexual Desire 

6. Attachment to Home 

8 



7. Parental Love 

8. Appetite for Food 

9. Aggressiveness (To Oppose or Attack) . . . 

10. Destructiveness (Desire to Destroy) 

11. Friendship 

12. Acquisitiveness (Desire to Acquire) 

13. Secretiveness (Propensity to Conceal) .... 

14. Cautiousness (Circumspection) 

15. Determination (Firmness) 

16. Love of Approbation (Desire of Approval) 



MENTAL CHARACTERISTICS. 
Intellect Proper to Man. 

1. Activity 

2. Causality (Reasoning) 

3. Comparison (Discovers Analogies or Resemblances) 

4. Memory (Observation of Events, etc.) 

5. Calculation (Number) 

6. Language (Fluency of Language) 

7. Color (Conception of Color) 

8. Imitation (To Copy) 

9. Wit (Humor or Mirth) 

10. Individuality (Ability to Detail Objects) 

11. Imagination 

12. Tune (Love of Music) 

13. Time (Perception of Duration) 

14. Locality (Perception of Position) 

9 



15. Constructiveness (Originality or Ability to Construct or In- 

vent) 

16. Order (Neatness or Method). 

17. Tactfulness (Adroitness in Doing or Saying Exactly What Is 

Required by Circumstances) 

MORAL CHARACTERISTICS. 
Superior Sentiments Proper to Man. 

1. Conscientiousness (Sentiment of Justice) (Honesty) 

2. Benevolence (Sympathy or Generosity) 

3. Loyalty (Faithfulness) 

4. Spirituality (Conception of the Wonderful) 

5. Veneration (Sentiment of Veneration) (Reverence) 

6. Ambition (Self-Esteem) 

7. Optimism (Cheerfulness) 

8. Hope (Tendency to Expect) 

Vocational Aptitude 

Ability 

Desirability 

Special Remarks : 



10 



THE PHYSICAL, MENTAL AND MORAL EXPRESSIONS 
OF CHARACTER. 



Lesson 1. 

When we undertake to deal with the intellectual processes of 
man, we remain confronted with those tendencies which man has 
in common with all animal creation. We cannot even look upon 
him as moral, apart from his physical and intellectual being. His 
physical, intellectual and moral attributes are so closely interwoven 
and interrelated, that it is absolutely impossible to say where the 
one begins or the other leaves off, although we can tell by external 
indications, which of them exercises a predominating influence over 
the individual being studied. In other words, external indications 
reveal whether a man is apt to be controlled by his animal instincts, 
or whether his intellect is the controlling factor for good or evil. 

We are aware that the intellect can influence our actions for 
good or bad. The right use of the intellect is associated with right 
conduct, stimulates right living and promotes morality. 

To what degree an individual is moral can largely be deter- 
mined by his characteristics, as expressed externally by the form 
and appearance of head, face and body. The "HUMAN NA- 
TURE" student, however, is especially reminded that no single 
sign in itself will either make or mar an individual. It is only in 
their relationship to each other that the true value of such indica- 
tions can be ascertained. 

For instance : because a man may have a certain twist in his 
nose, constituting a deviation from a straight line, does not neces- 
sarily make him out a crook. But if in association with such a 
twist, he has other malformations, the evidence, although circum- 
stantial, becomes strong enough to believe that such an individual 
may be tempted from a straight or normal course. Such a devia- 
tion may be the result of inherited tendencies predisposing the indi- 
vidual to subnormal conduct or rendering him subject to tempta- 
tions from which his more favored brother may be comparatively 
free. 

But, as most of man's thoughts and actions in life are influ- 
enced by his environment, and as from our viewpoint environment 
exercises such an important function in all man's activities ; we 

13 



must get to the root of his disaffections before we can suggest a 
remedy. 

Therefore we maintain that the main cause of man's disabili- 
ties is the result of a lack of proper understanding of the laws and 
conditions which regulate his being, rather than wilful disobedience 
of the same. 

Here, the necessity of maintaining healthy physical conditions 
becomes at once apparent. Any excess or abuse of the physical 
body will weaken the foundation and reduce the quality of the 
blood necessary to nourish the brain cells. Inasmuch as the physi- 
cal nature of man embraces the functions of respiration, circula- 
tion and nutrition, it will be evident that any scientific teaching to 
be helpful, must recognize the importance of a healthy and vigor- 
ous physical organization as well as proper environments as con- 
ducive to mental and moral fitness and progress. 

It is true the brain worker often does an immense amount of 
mental labor despite adverse physical conditions, but it cannot be 
maintained that an equal amount of brain work could not have 
been accomplished, and with more gratifying results to the indi- 
vidual, if better physical conditions had been established. The 
mental or intellectual capacity can best be ascertained by observ- 
ing the shape and form of the head and face. Remember, it is of 
greater advantage to have a well formed head of average size, 
upon a healthy body, than a large head upon an emaciated bodily 
frame-work. It is strictly necessary to take cognizance of that part 
of the head and face as illustrated by sub-joined diagram. 



INSTINCTIVE PERCEPTION. 
Common to Man and to the Lower Animals. 

During many years of travel and scientific research work 
amongst the aborigines of Australasia ; in particular amongst those 
of South Australia and Northwestern Queensland, as well as in 
New Zealand, we have invariably noticed amongst the adults and 
more matured members of tribes, a more or less noticeable projec- 
tion of the skull bones above the eyes. 

The more primitive the individual the greater such projection. 
It gave them a distinctly animal appearance and .keenly observant 
look. However, that projection was minus the rounded muscular 
swelling generally well defined and noticeable in the more civilized, 

14 



educated and experienced Caucasian, if the latter be of the "obser- 
vant type." 

Evidently that portion of the brain, above the root of the nose 
and directly over the eyes, an inch or more upward, indicates the 
power of observation in the individual. The greater such projec- 
tion, the greater the aptitude for practical observation. 

A greater or less depression will be visible in those who are 
defective in the power of direct observation. There exists a decided 
distinction between direct observation and the power of intuition. 
The former is objective and has to do with things seen through 
the medium of the eye, while the latter constitutes a higher form 
of mentality common to mankind only. 

Therefore to look for the instinctive power of observation that 
we possess in common with the lower animal creations is to observe 
the projectional evidence. We here merely state a fact easily veri- 
fied by the intelligent observer. Figure 2 indicates a depression 
or lack of power for direct external observation. The intellect- 
uality of man is outwardly expressed by a well shaped forehead, 
which must not be contracted nor on the other hand too projected. 
Both quantity and quality must be there ; otherwise a lack of har- 
mony will manifest itself between the mental and physical opera- 
tions. The expression of the moral tendencies is largely relative 
to the harmonious relation and activity of mind and body. The 
utilization we make of the functions of the body and brain will 
leave its mark upon bone and muscle, and by repeated action, will 
find expression in the outward form of head, face and body. Such 
outward expression, corresponding to the habitual thoughts and 
actions of the individual, will in time become indelibly fixed 
and capable of being easily interpreted by the observant student. 



15 



HUMAN TRAITS AS INDICATED BY THE FORM OF 
HEAD, FACE AND BODY. 
Lesson 2. 

There are three distinct types of heads under which all man- 
kind can be classified. They are the LONG HEADS; the 
BROAD HEADS; and the MEDIUM HEADS. By a long head 
we mean a head whose length from the root of the nose, to the 
occipital bone at the back of the head exceeds the width of the 
head from ear to ear. A broad head constitutes a head, whose diam- 
eter from ear to ear exceeds that from the root of the nose to the 
occiput at the back of the head, while, a medium type of head con- 
sists of a rounded form of head which is neither elongated nor 
broad. As no two heads or faces are exactly alike, no two can be 
interpreted alike, therefore, resemblances of head or face do not 
imply identity of character or ability, although there may exist 
similarities in certain tendencies. It is by the contrast that one 
individual bears to another that the true character can be estab- 
lished. 

Scientific investigation has revealed the fact that the millions 
of brain cells with which a human being is endowed at birth, do 
not multiply but merely expand. Therefore it is of primary impor- 
tance to carefully observe the direction of such expansion. For 
instance a long headed person with a narrow forehead can more 
easily concentrate than a broad headed person with an expansive 
forehead. The long headed, contracted or narrow forehead, will 
show evidence of greater tenacity and directness of purpose. Such 
a type of individual, if healthy and muscular, will make a good 
manual worker and capable of giving satisfaction in any ordinary 
occupation where muscularity is necessary. It is otherwise with 
the muscular broad headed type ; he may be a good worker and 
schemer at the same time, or, a great schemer and less of a worker, 
all dependent upon what his cerebral expansions are in other direc- 
tions. The medium type or round form of head is productive of 
more equable tendencies, but less pronounced characteristics. Its 
generally well shaped form, yet less defined expression, will har- 
monize with a more or less well developed physique, associated as 
it so often is with a full form of body. It is a type that evidences 

17 



a good share of vitality and a desire for physical indulgences and 
domestic comforts. 

Let us for a moment look at Figure 1. Here we have a profile 
divided into three equal parts, respectively called, A, B, C. In A, 
which corresponds with the intellect or reasoning faculties and in- 
tuitive perception of man, can be seen at a glance the great neces- 
sity of a good mental development. Part B represents the energy, 
such as is generated by a healthy circulatory and respiratory sys- 
tem. Part C represents the animal tendencies or nutritive system. 
An equal development of these three divisions constitutes a perfect 
balance of head and face. Yet this perfection can only be sym- 
bolical. Human nature not being a mathematical proposition, our 
aim is merely to approximate as nearly as possible towards the 
attainment of such harmonious condition. Therefore, in ascertain- 
ing how far or how near any particular individual approaches this 
standard, we claim that the preponderance of Part A over B, indi- 
cates mental or intellectual tendencies. A preponderance of B 
denotes energy, while a preponderance of C indicates a keen relish 
to gratify the animal appetites. 

We cannot too strongly emphasize the necessity of taking the 
form of head into consideration in conjunction with the face ; inso- 
much as the head indicates to a greater extent the possibilities in 
an individual. 

While the face expresses merely the past and present mental 
and physical operations, the head indicates latent possibilities. 

Utmost care must be exercised not to permit one's feelings to 
cloud his judgment. We are compelled to strictly adhere to what 
we see and not to permit sentiment to sway us into error. 

Heads That Are Large and Heads That Are Small. 

A man may possess a very large head and be a decided disap- 
pointment as to ability either mental or physical ; while another 
man with apparently smaller cranium will show evidence of greater 
intellectuality and vigor. The reason for this is that size alone does 
not prove the quality of the brain within the skull. Here, certain 
distinctions become evident : First, the direction in which the head 
shows the greatest expansion. Next, whether the circulatory and 
nutritive systems of the individual in question are in a condition 
to supply the brain cells with healthy blood. For all ordinary pur- 
poses external indications of head and face will enlighten the intel- 
ligent observer. Nearly forty years ago we had many opportuni- 

1$ 



ties of measuring the heads both male and female of the aborigines 
in various portions of Northwestern Queensland. In those days 
most of these tribes were addicted to cannibalism and may there- 
fore be considered as an example of the most degraded and de- 
praved of primitive types. 

There and elsewhere we have made thousands of measurements 
of both civilized and uncivilized peoples during investigations in 
many lands, and after the most careful classification to get at the 
facts, we attained the following results : It was not at all unusual 
to find males whose heads had a circumference of twenty-four 
inches, while the average was twenty-two and a half to twenty- 
three. We may mention here that allowance must be made for 
their hair, which in both sexes was profuse and of a coarse texture. 
Howsoever, the greatest expansion was above and backward from 
the ears. The head was generally broad from ear to ear, but with 
the upper portion of the forehead somewhat contracted. 

As we remember them we cannot say that they were physic- 
ally superb, living as they generally did in arid portions of the 
country, their habits were nomadic and their food the kangaroo, the 
emu, snakes, roots and occasionally human flesh provided during 
the course of their tribal fights. 

A head bulging above the ears and also in a direct line with 
the outside angle of the eyes, has the instinct of self-preservation 
more strongly developed than the narrow, less expansive type. 

The former are more easily commercialized, or rather, they 
have greater aptitude to appraise their services. It does not matter 
whether they are artisans, tradesmen, professionals or mere labor- 
ers. They may all be practically "tarred with the same brush" as 
far as their interest in getting what they believe they are worth is 
concerned. It is this self-same instinct or propensity, which if not 
under proper moral control, is apt to eventuate into misdirected 
energy. While those, in whom this self-preservative instinct is 
weak, are apt to be commercially handicapped unless some one 
looks after their material interest. 

On the other hand those with a narrower head above and in 
front of the ears will generally show less animal vigor, be more 
easily satisfied with the little they possess and often more human 
in their tendencies. 

In our penitentaries we have both of these types well repre- 
sented, viz : The over anxious ones who want to get what does not 
belong to them and the weak ones whose lack of self-preservative 

19 



instincts renders them prone to fall by the wayside. Figures 3 
and 4 represent the ambitious and energetic, and the lazy and 
unambitious. A glance at either reveals the story. Figure 3 illus- 
trates the upper back portions of the head that is well formed 
although somewhat projecting. It is in this upper portion of the 
back head that we must look for ambition and application, in 
either the mental or physical worker. 

In Figure 4 the upper back portion of the head is depressed 
and such depression indicates a lack of ambition and application. 

The beginner in the scientific study of human nature must 
not form any hasty conclusions, as it is here that a little learning is 
apt to become dangerous. 



20 



HUMAN TRAITS AS INDICATED BY THE FORM OF 
HEAD, FACE AND BODY, (Continued). 

Lesson 3. 

Most people, whether they are business men or otherwise, rely 
upon first impressions. In- many cases these first impressions 
become fixed and permanent; something they cannot exactly define 
influences them for or against a person. 

In fact many persons have a feeling of disappointment if their 
preconceived opinion of an individual does not materialize. 

We will not dispute that first impressions may be relied upon 
to some extent where other methods are not at hand, and we must 
admit also that we repeatedly come into contact with successful 
business representatives and executives who are adepts in the 
handling of people. 

Nevertheless there are few people who have as yet learned to 
classify their impressions correctly, and that is what "CHARAC- 
TER ANALYSIS" amounts to. Facial expressions and head- 
formation are more closely connected than twin brothers. A good 
face in a young man or woman does not necessarily denote a 
good formation of head, and what we term good looks are often 
exceedingly deceptive ; besides character cannot accurately be 
defined without taking into consideration the form of head, face 
and body — the composite whole. 

We will here introduce a few definite rules for those who have 
the hiring of help, either male or female. 

The first thing necessary in the employer is to know what 
he wants. A considerable number do not. The next thing is to 
have system in getting the help you need. Remember as long as 
human nature is what it is, there will exist no system that does 
not once in a while bring in or include a human "lemon." And it 
is because a scientific system reduces the possibility of accepting 
such human "lemons" that these rules are formulated. 

The very first rule in the employment of help must refer to 
the health condition of the prospective employee. The next rule 
is to see that the employee can work under conditions which will 
permit the maintenance of proper health conditions. Adequate 
remuneration for service rendered will often put a bloom into the 

21 



r 



cheek where we now see pallor as its chief asset. Where the mid- 
dle and back portion of the head is well projected it is a sign of a 
desire for domestic comforts such as home-life should provide. 
Consequently the individual with the well developed back head 
will more readily settle down or adjust himself to an indoor busi- 
ness life and conditions than the one who is lacking in posterior 
head projection. The non-projecting straight up and down type 
of back head may belong to an otherwise estimable individual, but 
his adaptability for indoor pursuits is only secondary. 

It is ot great importance in selecting salesmen for an employer 
to know which of two salesmen will make the best local man and 
which the best road man. Under the old hit and miss method 
months are required before the employer finds out whether the 
particular salesman is a fit or misfit. It is also noteworthy that 
the straight up and down headed peripatetic kind of salesman does 
not take so kindly to domestic responsibilities, whatever else his 
merits may be. Hence he may make a better satisfied and more 
effective road man of any kind, than his more domestic type of 
brother would. 

In the selection of clerical help a fair development of intellect- 
uality is necessary, therefore a full development as in Figure 1 Part 
1, will indicate the desired proportion. When the length of the 
face from the root of the hair to the root of the nose is less than the 
length from the tip of the nose to the tip of the chin there exists 
less evidence of the requisite aptitudes. However, the employer 
must not forget that no one trait or indication is sufficient evidence 
in itself for or against an individual. Only as such a trait is 
associated with other characteristics does it bear final evidence 
for or against a person. 

We will here give certain facial indications which when taken 
in conjunction with the head formation may be considered as re- 
liable indications of an individual's tendencies and abilities in any 
particular direction. Physiognomically the nose is one of the most 
important factors in character analysis. A good nose may be 
either long, short, or broad, or may be Roman, Grecian, or Jewish 
in profile. But beware of the badly twisted or crooked form of 
nose if not so deformed through accident. Study such an individ- 
ual carefully. He may have strong good points counterbalancing 
the unfavorable nose indication or he may not have them. 

A long nose is a great asset to a good intellect, as it indicates 
shrewdness, discernment and often tactfulness, three qualities not 

22 



EARS— WHAT THEY INDICATE. 



Lesson 4. 

Musical talent, inquisitiveness, plotting, appetite, as well as 
certain degenerative tendencies have their particular ear-mark. 

A well shaped, nicely founded ear is superior in musical ability 
to an ill-shaped, coarse, and ragged looking ear. 

An ear somewhat projecting is quicker in the reception of 
sounds than one that is not projecting. An ear whose upper end 
is square and large denotes a less fastidious appetite than the 
smaller and more delicately formed ear. Longevity, that is gener- 
ally associated with good digestion, is indicated by full and elon- 
gated lower lobes. 

The square overlapping ear is often that of the cunning plotter. 
Such ears are coarse and show no refinement. The upper half nat- 
urally tips or "lops" over toward the front as if mis-shapen from 
wearing a large hat crowded down upon them. They are not how- 
ever to be confused with the latter. The general appearance and 
also the other noticeable characteristics will indicate the type. 

Mouth, Lips, and Teeth. 

A large mouth when associated with a clear, open and promi- 
nent eye is a sign of a fluent talker, while the smaller mouthed 
individual will as a rule be less versatile in verbal expression. 
Good digestion is often equally expressed by a capacious mouth. 

Where the outer corners of the mouth turn downward it indi- 
cates a less optimistic disposition than where the corners of the 
mouth take an upward turn. The sneering type of mouth indicates 
both contempt and jealousy. 

The lips denote affection or love in either a demonstrative form 
or of the more conservative kind. 

Thick prominent lips when associated with strong animal 
tendencies, such for instance as is generally connected with a 
large back head, incline the individual to oscular demonstration, 
and that not of a delicate nature either. Where the mouth is well 
formed and where neither the upper nor lower lip protrude, it de- 
notes a more easily controllable nature. 

Narrow lipped people are more conservative and less demon- 

25 



strative in their affections than those possessed of the heavier form. 

Where the middle of the lower lip is red and has a downward 
bend it denotes fondness for children. 

The affections generally have their foundation in the love prin- 
ciple inherent in every well constituted human being, and the lips 
are simply an instrument of expression, and like other instruments 
may be intelligently used, or misused. 

We may here add, that all those lip indications will- serve as a 
guide in the hiring of both males and females. Any particular 
looseness of either mouth or lip formation will often accentuate a 
possible moral defect. Bad character is often indicated by a 
"broken," ill-shaped mouth. The teeth, when not artificial are 
characteristic of the habits and health of the individual. Short, 
regular, clean white teeth, indicate better physical condition and 
digestion than long irregular fang-like protuberances. As far as 
the teeth are concerned our modern habits of living although a very 
fruitful source of income to the dentist, cannot be compared with 
those of the primitive man, whose culinary methods are so simple 
and effective in the healthy conservation of his teeth. 

The Chin. 

The chin denotes characteristics of a physical nature. A well- 
formed rounded out chin is a sign of good nature, and if associated 
with somewhat protruding but well formed lips, it indicates a love 
of physical enjoyment. A square strongly formed chin and jaw are 
indicative of firmness and resolution of purpose. A small, weak, 
pointed chin indicates a correspondingly weaker physical mani- 
festation. Elongated, sharp chins are as a rule associated with 
cautious, money-saving and order-loving dispositions. 

All these facial characteristics must be taken in conjunction 
with the form of head and body before they can become a true 
final index of a person's character and disposition. If it were not 
so, "HELL" would not be large enough to accommodate us all; as 
it is the man who can keep straight and honest in the face of temp- 
tation that is the man worth while, and that more so than the one 
whose environment and position do not subject him to it. 

The Hair and Eye-Brows As Indicative of Character. 

The hair is representative of physical vigor. People whose 
occupation is of an outdoor nature have generally a more healthy 
and vigorous growth of hair than those whose life is mostly con- 
fined to indoor work. Intemperance of any kind is detrimental to 

26 



the hirsute growth. The color of the hair whether black, red, 
brown, etc., is a temperamental inherited trait or pigmentation. We 
of course exclude all artificial products, "peroxide blondes," etc. 
from this consideration. Strong, wiry, coarse hair is generally 
associated with a more robust constitution than thin, fine hair. A 
lack of hairy head covering does not necessarily denote a brainy 
man, although the excessive mental activity of some brainy men 
often prevents them from developing anything else but brains. 
Many faddists and eccentrics wear their hair long, which is merely 
a sign of their singularity and in no way accentuates their mental 
capacity. People whose hair is straight, as a rule show less flex- 
ibility of character than those with wavy or curly hair. Kinky 
hair indicates primitive ancestral tendencies. 

Eye-brows like the eyelashes act as a protection to the eyes. 
Where the eyelashes are an impediment to the accumulation of 
foreign substances in the eye, the eyebrows shade the eyes. There- 
fore straight, close to the eyes, bushy eyebrows are apt to assist 
mental concentration and are often seen in scientists who are occu- 
pied in minute investigations. Eyebrows an inch or more high up 
from the eyes belong to the more fickle and volatile characters. 
Eyebrows that meet give an otherwise pleasant face a gloomy 
appearance, but with a good face, they in no way predict either a 
lack of ability or a bad character. On the other hand they do signify 
something sinister in connection with a badly shaped head or face. 

An absolute lack of eyebrows or very weak eyebrows signify 
a weak spot in the physical constitution, rather than any lack in the 
mental attributes. 



27 



THE HAND AND HANDSHAKE AS INDICATIVE OF 
CHARACTER. 

Lesson 5. 

The hand and handshake are significant and expressive of the 
energy or indolence as well as the feelings of the individual. 

The hand by its form, size and texture is indicative of the 
energy or lack of energy physical or mental in the individual. 
There may be more physical power associated with a large type of 
hand and yet if that large hand is soft and flappy it would be vain to 
look for much energy in its possessor. On the other hand, the hand 
might be small and firm and by its firmness of texture give evidence 
of energy. 

A hand that is long, with elongated fingers and whose texture 
is fine will not only have a longer reach, but will be able to do 
delicate work whether mechanical or otherwise. Such a hand if 
associated with an elastic conscience may be flexible enough to find 
its way into the wrong pocket. The broad short hand will nat- 
urally express itself in a shorter grasp, but it may not necessarily 
belong to a more honest man. A short hand whose texture is firm, 
with short knotty fingers indicates physical strength and is the 
hand of an energetic worker, whatsoever his occupation may be. 

A short, broad hand that is soft and with short flexible fingers 
is generally associated with clerical and literary ability. 

A smooth, elongated hand whose finger joints are not strongly 
developed and whose fingers are tapering to a point, is generally 
associated with a highly imaginative but a less practical person. 

A strong muscular hand is the hand of the energetic and deter- 
mined man, one who believes in action. Thin, delicately formed 
hands, whether long or short denote greater mental than physical 
vigor. 

THE HANDSHAKE expresses the feelings and may be con- 
sidered as either a token of friendship or of absolute indifference. 
It all depends upon the underlying motive. As a rule a firm, hearty 
shake is demonstrative of greater friendship and sincerity than the 
mean, slippery eel-like touch. 

The snake-like touch of the extremely selfish, is a so-called 
"one to you and ninety-nine to me" manifestation. Then we have 

28 



the one finger at a time sort of individual, who has neither time nor 
manner to pay much attention to anything but his mustache. Be- 
ware, on the other hand of the fellow whose handshake is a painful 
pressure of your digits, as his interest in you is apt to become too 
keen for your liking, and generally belongs to a personality that 
appeals to you better at a distance and should be kept safely there. 
An honest, warm hand-grasp or shake never fails to make its im- 
press on the generous hearted, although it often exposes the hypo- 
crite. 

THE WALK. The walk as an indicator of character is a 
peripatetic index of the mental and physical vigor of the walker, 
also a running illustrator of the mental attitude that the walker 
is in, at the time of observation. Mental or physical activity, hon- 
esty, ambition, all have their special signs so that "he who runs 
may read" at a glance, him who walks. 

We do not lay any particular stress upon the walk as evidenced 
by an occasional peripatetic effort of a professional pedestrian, but 
the habitual gait of the man or woman we meet on the streets, or 
anywhere where mortal beings are wont to assemble, is a very use- 
ful indication of personality and character. Observe the systematic, 
measured gait of the lymphatic judge or indoor business man ; and 
compare it with the nervous, brisk trot of the outdoor business 
agent. Note the heavy, laborious walk of the honest toiler, be he 
laborer or mechanic ; then witness the stealthy secretive walk of the 
professional thief, or the slovenly shuffle of the laggard and idler. 

The individual gait of all these, betrays the attitude of mind 
associated with each particular walk. 

We naturally do not include in these descriptions the unsteady 
walk of the drunkard nor the shambling or jerky gait of those 
afflicted with brain and spinal disorders. 



29 



BETRAYAL OF CHARACTER AS ONE TALKS, LAUGHS, 

OR SMILES. 



Lesson 6. 

As the voice is an exponent of both human thought and feel- 
ing, as well as sentiment, its expression is oftimes misunderstood. 
Primitive man whose vocabulary is very limited, expresses himself 
by sounds and gesticulations. But we must not confound the silly 
twaddle of the imbecile with the intelligent expression of the nor- 
mal being. Consequently, any allusion to character as expressed by 
the voice is in connection with the average man or woman ; and 
not with the exceptional vituperation of either the mentally unbal- 
anced or the meaningless and unintelligible gibberish of the idiot. 
Primitive man who is more direct in his actions has generally a 
virile expression and less inflection to his voice. His methods and 
actions lack in diplomacy. In the most civilized and refined speak- 
ers directness of speech is far less evident. The tone of voice 
expressive of the man of action is less studied than that of the con- 
summate politician. The tone of voice is indicative of honesty, 
energy, virility or the reverse. Dissimulation is possible only to 
the extent of misleading the uninitiated; but a little experience in 
the scientific study of people will soon remedy that lack. 

Any disguise in the voice can only be temporary, for instance 
a coarse-minded individual may assume the modulated and musical 
intonation of the genteel and refined ; nevertheless his nature will 
betray him despite all attempts to the contrary, if we but study and 
observe him closely. 

Honesty and virility have their distinctive vocal expression, a 
harsh voice is not the voice of humility, neither is a very soft voice 
associated with exceptional virility. The hesitating, slow, drawling 
voice is seldom the voice of honesty, while in the slow, soft, insin- 
uating voice there often lurks deceit. The more the voice is lacking 
in virility and the more of a squeak in its enunciation the less will 
it express physical vigor. The eunuch-like voice of weak sexuality 
is easily recognized by its lack of masculine vigor. 

The laugh and smile have a too close relationship to be treated 
separately. Humor, derision, sarcasm or good-fellowship may all be 
depicted by either laugh or smile. Furthermore the laugh and 

30 



smile in association with the tone of voice may indicate one and the 
same thing. 

A coarse voice, a harsh laugh, and an uncouth smile, when 
combined in the same individual denote a coarse grained, rough 
mannered, but not necessarily a questionable character. A rough 
spoken man may be of a rough texture, yet in honesty and general 
disposition be far superior to his more refined and accomplished 
brother. However a pleasant voice is far more attractive than a 
harsh metallic one. 

The voice, laugh or insinuating smile of the libidinous de- 
bauchee, whose lip-movement and expression of eye are generally 
oblique and weak, betrays his lack of sincerity by the very faintness 
of his efforts. 

Watch the leer-eyed, thick-lipped libertine as he rolls his cigar- 
ette or lolls his cigar, and listen to his insinuating talk, and you 
will have no difficulty in classifying him by his tone of voice. 

Equally so the shrill womanish enunciation of the sexually 
weak or exhausted person leaves no doubt as to lack of virility in 
their tone of voice. 

The laugh and smile of such is not any more inviting than their 
voice. The voice, laugh and smile, if correctly understood must 
be taken in relation with the head and face, as the various muscular 
contractions in the face during laughter depict or simply mirror 
what is going on in the recesses of the brain. In other words, the 
motive for the laugh or smile can be detected by the outward ex- 
pression of the one given to laughing or smiling. The degree of 
hilarity as well as its quality must also be compared with the 
occasion that arouses it. 

Differences in the individual are such that what might arouse 
a mere smile in one will often cause an uproarious laugh in another. 

The smile of an infant is apt to arouse a pleasurable emotion 
in the most querulous or pessimistic, because of its purity and 
inoffensiveness. 



31 



TEMPERAMENTS 




«SflN&UINE EXCESS^ VITAL 



to be ignored in any business. A long nose may be 'considered 
as an addition to or prolongation of a good intellect, while a short 
broad nose is generally associated with greater muscularity and 
mechanical tendencies. A straight, medium sized, well shaped nose 
if associated with clerical or artistic aptitude will generally be 
found satisfactory. The high-bridged, Roman type of nose is apt 
to become an obstacle if not associated with a well balanced intel- 
lect. Such people are inclined to be bossy, argumentative and 
often overbearing. If their conduct is regulated by intelligence, 
they make capable leaders of men in any direction their abilities 
may take. In such case this type of nose is generally an advantage. 

The small uptilted nose denotes inquisitiveness and conceit. 
They often profess to know what they do not know and their con- 
ceit renders them self-sufficient. A broad, flat nose on a level with 
the eyes at its root indicates the most primitive brute nature. 
Sharp, narrow pointed noses are mostly associated with fault find- 
ing people. Where the nose is small, a mere interrogation point, 
looking as if it were stuck on for the occasion, do not look for over- 
much intelligence associated with such an apology of a nasal 
organ. There are however, some exceptions. The true value of 
the above description of noses can only be ascertained when taken 
in conjunction with the form of head they represent. 

Eyes. 

Intelligence, feelings, sentiment and the various moods, all 
these are expressed by the eye. A clear open eye denotes greater 
alertness than the half-closed turpid eye, while frankness of verbal 
expression is also indicated by the clear open eye. The eye deeply 
set is less prone to verbal expression and is secretive. Boldness 
is generally associated with the large protruding eye and imperti- 
nence is a close ally to it. Slow, dreamy kind of people often have 
upturned eyes with considerable of the whites exposed. The mat- 
ter-of-fact and more materialistic type of people generally have a 
downward or more earthly look about them. 

Oblique set eyes are less dependable than straight horizontal 
ones. Very dark-brown or black indicate greater intensity than 
eyes light or blue. Fickleness is often expressed by blue eyes, 
while grey is often a close second to coldness and deliberation. 

Beware of the oblique, half closed, deep set eye. Treachery 
and cruelty are apt to lurk in them. It is with the eyes as with 
the other facial characteristics, they are subject to nervous and 
muscular contractions and expansion, but the position and ex- 

23 



pression of the eyes more than any other trait, influences our likes 
or dislikes of a person. Yet, no actor living or dead, has ever been 
able to portray that indefinable something that the human eye 
expresses, and no language is subtle enough to convey. 

During our sojourn and anthropological researches extending 
over ten years, amongst the then cannibal tribes in the SOUTH 
SEA ISLANDS, also among the more or less civilized "Maori" of 
"NEW ZEALAND" — we invariably observed that the various 
moods were strongly expressed not only by the eye but also by 
gesticulation. These children of nature not being versed in mod- 
ern artificialities could be more readily understood and the ex- 
pression of their eyes more easily interpreted, inasmuch as their 
actions were primitive and true to nature. 

The simplicity of their habits and lack of vocabulary rendered 
their actions more direct, while the evident absence of refinement 
in speech or action exposed them to less misconstruction as to 
the motive of those actions. As the form of head projected mainly 
in the animal direction the expression of the eyes did not belie their 
instincts. 

It is with the primitive man as it is with the lower animals ; he 
expresses very much what he feels. We all have inherited traits 
from more or less distant ancestors of the past and these traits 
become exposed occasionally despite our utmost efforts to control 
them ; and after all when everything is said or done, proper intelli- 
gence is the chief standard by which our actions should be guided. 



24 



TEMPERAMENTS. 
Lesson 7. 

Temperamental indications of character are the least under- 
stood, although the most important of all the factors in character 
analysis. Temperament to most people is translated into temper ; 
good. bad. or indifferent, according to how it strikes the person 
using the word. In fact outside of the scientific and medical pro- 
fessions that term is but seldom intelligently used. Even many in 
the medical profession are all but ignorant of the great necessity 
of being able to diagnose and discriminate between the various 
temperaments and their sub-divisions. 

Temperament is founded on an ancient doctrine of four quali- 
ties supposed to temper or blend with one another ; these are. in 
the abstract, hot. cold, dry, moist; and in the concrete, fire, air, 
earth, water. Hence we have the '''sanguine, nervous, bilious and 
lymphatic'' temperaments. 

Temperament is hereditary, so that differences in temperament, 
mean constitutional differences of both mind and body. No tem- 
perament can be called pure but the predominence of any one of 
the four temperaments over one another intensifies or modifies the 
main traits of the individual. The temperaments are often so 
mixed in one and the same individual that it is impossible to ascer- 
tain any actual predominence of any one temperament over another. 
In such a case we consider the individual as well balanced temper- 
mentally and constitutionally. 

Naturally the individual of the well balanced temperament pos- 
sesses a better chance of survival than the one of less balance. 

What is termed the combined temperament, is simply the 
blending of any of the four temperaments with one another. 

The most scientific classification and the one from which we 
believe the student will derive the most benefit, is the one that the 
leading scientists of the present day observe and the one which we 
shall delineate herein. The mental and physical characteristics of 
the four temperaments are as follows : 

The Nervous or Mental Temperament — Physical Characteristics. 

Broad and high forehead; face tapering to a narrow chin, pale 
complexion, and texture of skin, thin, delicate and often conspicu- 

33 



ous by its tightness across the forehead. The hair may be either 
light or light-brown, eyes blue or gray ; nose narrow, nostrils thin, 
long and narrow, neck long; form of body either tall, slim and thin, 
or short, slim and thin. 

Mental Characteristics. 

The mental characteristics consist of great sensitiveness, ex- 
citability, irritability, a tendency to become erratic in thought and 
actions, prone to exaggerate and lacking in stability. The nervous 
or mental temperament is furthermore conspicuous by its love of 
intellectual pursuits and its greater susceptibility of feeling and 
refinement. 

Persons in whom the nervous temperament is excessively de- 
veloped are subject to neural disorders that eventuate in what is 
so often called brain-storms, but who in reality suffer from high, 
nervous tension in some parts of the nervous system immediately 
concerned, which renders them for the time being unstable if not 
irresponsible. When the so-called storm is over and normal action 
is restored, humiliation is often the result, on account of the super- 
sensitiveness of feeling involved. 



THE SANGUINE TEMPERAMENT. 

Physical Characteristics. 

Face broad and square ; red, or auburn reddish hair, blue eyes, 
large open nostrils, chin rounded or square, complexion ruddy ; tex- 
ture of skin moderately firm and of a healthy appearance. Full 
chest, a brisk and springy walk, muscular and animated in deport- 
ment. 

Mental Characteristics. 

Highly impulsive, easily aroused to anger, and as easily to 
forgiveness ; exceedingly sociable, sportive, hopeful and resource- 
ful, talkative, superficial and often fickle. Life to the sanguine is a 
source of enjoyment and physical gratification. 



34 



THE BILIOUS TEMPERAMENT. 



Lesson 8. 

Physical Characteristics. 

Face long, rather than broad ; complexion dark and swarthy ; 
texture of skin coarse and dry ; hair black or dark brown and coarse. 
Eyes dark or black ; nose prominent and often of the Roman type ; 
neck medium or thick. 

Mental Characteristics. 

Serious, thoughtful, persistent and inquisitive. Firm, ambiti- 
ous, jealous and revengeful. 

Persons of this temperament are generally consistent, capable 
and enduring; they are also conspicuous for the prominence of their 
bony system which gives them greater physical solidity and endur- 
ance. The liver secretion is more profuse in those of the bilious 
temperament and it is the latter fact which is responsible for the 
naming of this particular temperament. (This statement naturally 
has no reference to a diseased physical condition often called "bili- 
ous.") Muscularity is another trait of this temperament. 



THE LYMPHATIC, OR EXCESSIVE VITAL 
TEMPERAMENT. 

Physical Characteristics. 

Face large and broad, oval or rounded in form. Complexion 
light and hair light and sometimes scanty. Texture of skin lax and 
soft. Eyes often lusterless and dim, light-blue or gray in color, 
thick, large neck, and heavy thick-set body. This temperament 
differs from all the preceding' in the greater sluggishness of the 
faculties both physical and mental. 

Mental Characteristics. 

Phlegmatic and slow, persistent, cool, deliberate, not easily 
moved to enthusiasm. Selfish, a lover of eatables, home comforts 
and domestic life. It is amongst the lymphatic that we generally 
meet with the greatest amount of domestic happiness and environ- 
ment. Although over-fond of material gratification it is amongst 

35 



the lymphatic that we encounter the slow, plodding, deliberate 
characteristics so evident and natural in the conservative mind. 

These constitute the principal characteristics of the four main 
temperaments and are not difficult to recognize by the practiced 
eye. 

The importance of the temperamental mental and physical 
characteristics as the main factors in character analysis becomes 
still further evident in the manner of their admixture. It is in the 
blending of one temperament with another that individual pecu- 
liarities become emphasized, and in such a manner as is evidenced 
in the reproduction of hereditary predispositions which environ- 
ment will either modify or intensify. 

Here it may be noted that although we lay greater stress upon 
environment than upon heredity in the formation of character ; 
nevertheless temperamental predisposition is apt to influence both 
body and intellect and must be so recognized. In other words, 
in the correct interpretation of the individual temperament, we 
can ascertain the mental and physical traits likely to be associated 
with each temperament. 

In knowing what the principal characteristics of each of the 
main temperaments comprise, less trouble will be experienced in 
recognizing the traits of character associated with each of the four 
primary temperaments. 



36 



VOCATIONAL FITNESS. 



Lesson 9. 

Vocational fitness for any pursuit, depends upon the require- 
ments the particular occupation demands. As already stated mere 
manual or unskilled lab'or positions are not difficult to fill. Any 
man or woman of average intelligence and in some cases of even 
less than average intelligence, but who is physically equal to the 
service required, can supply the demand. 

But that is not so with the higher grades of work. In all the 
higher grades of industries open to men or women, a certain amount 
of skill is necessary in the labor performed, and the more high- 
grade the work the greater the dexterity required. 

There exists no trade nor profession, either old or new, but 
some one person more than another will show an aptitude for the 
same. 

We maintain that such aptitude can be discerned through the 
external traits as manifested by the form of head, face, and body 
of the man or woman, whether applicant, employee or executive. 

We must not look upon a man or woman as a mere machine, 
and expect them to be fitted to do just the one thing all the time, 
to the exclusion of every other kind of work. True, he may gain 
dexterity and learn to perform his task automatically, and that 
with the least mental effort ; but this is not the purpose we have 
in view, when we advocate vocational fitness as the main factor in 
any occupation that involves mental and physical exertion. Every 
foreman, or superintendent of men or women in whatsoever line of 
work engaged, should not only have a technical acquaintance with 
the work engaged in, but also have an intelligent conception of the 
main traits and aptitudes of the men and women he supervises. 

For lack of this knowledge we maintain that fully seventy- 
five per cent of such executives are misfits, as very few of them in 
their intercourse with the employees under them have acquired 
sufficient data as to the mental and physical adaptability of the 
employees for the performance of the work undertaken. In our 
interviews with executives we repeatedly hear them use the word 
"guess" in relation to the fitness or unfitness of employes. "I guess 
he or she will make good" is more than often the standard of merit 

37 



expressed as to the individual fitness of any male or female em- 
ployee. 

The principal trouble exists in a lack of systematized knowl- 
edge applied in the hiring and dismissal of either applicant or em- 
ployee. Mere unsystematized impressions are too often the rule 
by which the average executive is guided in his selection of appli- 
cants for positions. Because a certain face looks good to him, it 
must of course be his prerogative to endow such a face with the 
qualities that are necessary for the particular position, and in such 
a case if there exists any doubt as to the adaptability of the appli- 
cant for the service in question, the house employing such appli- 
cant generally gets the benefit. 

That very valuable asset, individual resourcefulness and adapt- 
ability to the general requirements of an establishment should be 
sought after, but too often it is not. It may also happen that an 
applicant has gained experience in a certain limited line of work 
to an extent whereby he manifests skill or dexterity and impresses 
the head of the department as being an efficient worker ; yet such a 
worker may only be efficient so far as repetition of the same mo- 
tions or mechanical processes are concerned, without showing any 
deeper interest in the work performed outside of the necessity of 
producing the immediate result demanded. 

But here we have only an individual worker of limited oppor- 
tunity to manifest, that through his repeated activity of the same 
functions he has attained sufficient expertness to give satisfactory 
service to his employer. We do not dispute that skill or dexterity 
in any line of work will come with experience, but that does not 
imply that the most experienced is the most skillful or adroit 
worker. Nevertheless skillfulness and large efficiency must not 
be expected from a mere mechanical process re-enforced by repeti- 
tion. It is here that fitness for the particular task undertaken is 
necessary and large capability and adaptability prove their value. 
No man would expect a racer to do the work of a plough-horse, 
neither would you confound the performance of a Paderewski with 
that of an organ grinder. Yet these performers may each exhibit a 
similar or proportionate degree of skill in the handling of the in- 
struments. 

The fitness of the man for any line of work depends upon the 
inherent individual adaptability for the work undertaken, and will 
manifest itself in the personal interest and satisfaction derived 
from such work by the worker. The remuneration for the service 

38 



performed is largely an economic question regulated by the law of 
demand and supply, and excepting that it acts as an incentive to 
spur a man on to extra efforts it has nothing whatsoever to do with 
the individual merit of fitness as exhibited by the worker in his 
every day occupation. 

Under the ordinary "hit and miss" method, days, weeks, and 
months may be necessary before the actual fitness of the man or 
woman for any particular pursuit can be ascertained, and as a con- 
sequence managers or department heads may be ever so energetic 
or enterprising, but just as long as their innate conservatism con- 
fines them to the old unscientific methods of "hiring and firing" 
they can not attain the results that a scientific knowledge of "Hu- 
man Nature" would secure for them. 



39 



MOTIVES AS THE UNDERLYING BASIS OF ALL 
CHARACTER EXPRESSION. 
Lesson 10. 

The last but not least factor in character analysis resolves 
itself into the question of motives. 

Here we may consider ourselves on the threshold of the "Un- 
known," but not "Unknowable." As long as man is a reasoning 
being his actions for good or evil will be swayed by motivity, good 
or bad ; it all depends upon the personal interest that influences our 
actions whether our reason for doing any one thing is stimulated 
by our innate selfishness or benevolence. In other words, what is 
the predominating exciting cause or reason for any of our actions? 
It is through scientific character analysis that the solution of this 
perplexing problem must be approached if approached at all. It is 
the "crux" of the whole scheme, and without it all our efforts would 
be in vain. 

Whether a person be a business man, a lawyer, manual worker 
or mere parasite, the underlying motive for his being what he is 
and professing what he does will be manifest through a scientific 
study of man himself, and in the method he employs to gratify his 
instincts and desires, he will reveal the more or less predominating 
influences that induced him to act thus or so. And in proportion 
that we can induce intelligent men and women to seriously con- 
template, and with an open mind discerningly learn to apply, these 
teachings in their every-day transactions can we hope to approxi- 
mate the golden rule. 

We here admit that the extremely selfish, the fraudulent, and 
the elastic in conscience will have something to lose in its con- 
templation and study. But such loss will simply mean the elimina- 
tion of questionable practices and the substitution of righteous 
conduct. 

We here reiterate, that all our moral, mental and physical 
attributes are nothing more than the result of our physical, intel- 
lectual and spiritual environment plus the hereditary tempera- 
mental qualities by which these attributes are either stimulated or 
the reverse. 

In the last analysis it may be truly said that "MAN IS WHAT 

40 



HE MAKES HIMSELF." In making this last statement, we do 
not mean to convey the thought, that by reasoning any man can 
find out the nature of the "CREATOR." 

We merely desire to point out what seems to us the most 
efficient way of studying "HIS" laws in the physical world by 
drawing attention to what we consider an improved and superior 
method of investigating the possible inherent traits as they mani- 
fest themselves in his conduct, through the external indications of 
the head, face and body. 



41 



CLASSIFICATIONS. 

Applicants. 

MANUAL LABOR. Ordinary manual labor cart be per- 
formed by any person of average intelligence or even less than 
average intelligence, providing they are physically healthy and pos- 
sess the required muscularity necessary for the work. A human, 
intelligent boss, can handle a gang of men to greater advantage, 
than an expectorating, swearing, cursing, "damn you" kind. 

Amongst ordinary laborers the high-bridged Roman nosed 
type are generally the most difficult ones to master. As a rule 
they are aggressively good workers, but you must look out for 
storms if you have more than one or two in a gang of, say, twenty 
men. In ditch or well work, where a long reach is supposed to be 
an advantage to a man, it does not follow that a tall man makes a 
better shovel man than the shorter man, in fact a tall man is apt 
to sutler from backache much quicker than the short man. Unless 
the tall man in conjunction with the longer reach of arms, com- 
bines the muscular flexibility of the shorter man, his mere height 
would prove a disadvantage whether his work was surface, ditch 
or well-sinking work. A thick-necked, well proportioned physical 
type of man will have the advantage over the more slender-necked, 
taller and slighter type. 

In the physical laborer the head and face formation are of 
rougher texture, and unless he dissipates he will generally prove 
honest. Therefore the brawny, muscular man has the advantage 
where hard manual labor is concerned. 

There is no man so low in intelligence that he may not if given 
an opportunity and right environment improve his condition 
through the proper exercise of his mentality. 

There never has been a time that inferior positions could not 
be filled much quicker than the higher ones and where good quality 
is associated with quantity we get the better results. Therefore no 
alarm need be felt as to the lack of supply. 

Mechanical. 

In the selection of men for the various trades or professions 

42 



necessitating mechanical skill it will be found that the more brainy, 
heavier type of man will show a fitness for higher class of construc- 
tive work, especially so where bulk is concerned. A strongly, 
largely built and brainy man, possessed of mechanical aptitude will 
have an inherent ambition to exercise his abilities with or upon 
machinery that is bulky and imposing, while the more delicately 
formed and brainy mechanic will exhibit an affinity for the finer, 
artistic but less bulky and imposing mechanical adjustment. 

But whether it is the higher or lower grades of mechanical 
work, the main requisites in every applicant resolves itself into 
whether such applicant has the mental and physical equipment 
necessary for the service he applies and is anxious to give. 

There should only exist one uniform rule in the selection of 
any kind of service and that rule should consist in merit and in pro- 
portion that such rule is deviated from, eventual failure in the at- 
tainment of the proper objective will be the result. Therefore the 
formation of head, face, and body must at all times be taken as 
evidence to individual fitness in conjunction with any technical 
training and credentials before the actual merit of any applicant 
can definitely be decided. 

An applicant may have every indication of being a prospec- 
tively good acquisition for a concern, but unless he can demon- 
strate by the skillfulness and diligence he exercises that he under- 
stands and can satisfactorily perform the work he applied for, un- 
trained intelligence would put him in the ranks of the inexpe- 
rienced. 

Clerical, High and Low. 

The higher form of clerical work, whether commercial or pro- 
fessional, necessitates traits of character in conformity with the 
duties in question. For instance, it will be experienced that a long, 
narrow-headed clerk, male or female, is capable of doing uniform 
good detail work, where resourcefulness or originality are not 
requisites, the mere monotony or sameness of the work will not dis- 
courage them, and providing the remuneration is satisfactory little 
trouble need be experienced in their maintenance of the position 
they fill. The main characteristics of such consists of a rather nar- 
row, contracted forehead, dark-brown or black eyes ; short, straight 
but well-formed nose, elongated, rather than broad nostrils, asso- 
ciated with long hands and long fingers. There exists a preponder- 
ance of the bony over the fleshy system approximating to the bili- 

43 



ous temperament. Their hair is straight, dark-brown or black. 
They are generally honest, dependable, saving and industrious. 
Their sense of humor is equal to a Quaker at a prayer-meeting and 
they are as particular in little matters as if their life depended upon 
being exact. Consequently they can give satisfactory service where 
uniformity, diligence and steadfastness is required. 

Where these self-same characteristics are associated with a 
more expansive forehead, and more virile physical conditions we 
have the possibilities of an able executive. The dark-haired, dark- 
eyed, mental-bilious temperament is productive of the best quality 
of clerical service, providing other necessary traits are associated 
and conform to the service demanded. We do not maintain that 
any other type of head, or color of hair and eyes would not as well 
succeed, we simply imply that the balance of evidence is in favor 
of the dark-haired and dark-eyed. This applies in particular to 
indoor clerical work, whether high or low. 

Salesmanship. 

In our intercourse with employment agencies at least one out 
of every three male applicants for positions professes to be a sales- 
man, and if not a salesman already, anxious to become one. 

There must be something very alluring in salesmanship, when 
robust, muscular and presumably intelligent young men are anx- 
ious to devote the most interesting portions of their life to the sell- 
ing of some commodity or another to somebody that either needs 
it or does not need it. 

And these salesmen range from the high grade five thousand 
dollars a year man to the down at the heels one dollar or less a day 
peripatetic canvasser or peddler. Out of these legions of salesmen 
fully seventy-five per cent fall down by the wayside, or constitute 
what may be termed misfits. And right here we have no hesita- 
tion in stating that the numerous institutions that profess to turn 
out bona-fide salesmen turn out more grafters than this free coun- 
try can help to support. 

There exists no such a thing as a born salesman, a successful 
salesman like any other successful man no matter what his calling 
needs diligent training and experience. As it is many young men 
are induced to become unsuccessful salesmen and grafters who 
might have had an honorable outlet for their energies in farming 
or some mechanical trade where remuneration is less uncertain and 
success more meritorious. 



44 



We in this booklet cannot give or go into detail as to the quali- 
fications necessary in the various and multitudinous kinds of sales- 
manship which will be more or less covered in our larger work on 
character analysis, but a few hints to the embryo or would-be 
salesman may either decide him for or against the art of salesman- 
ship. 

The following characteristics must be inherent in a successful 
salesman : 

GOOD HEALTH; HONESTY; HOPEFULNESS; APPLI- 
CATION; IMPLICIT FAITH IN THE HOUSE YOU REP- 
RESENT AND IN THE MERIT OF THE COMMODITY YOU 
HAVE TO DISPOSE OF. 

THE HIGH-GRADE SALESMAN that commands a salary 
of five thousand dollars dollars and upward is the exceptional type 
of man, generally endowed with more than one talent, and a man 
of more than average ability. 

The rank and file of salesmen average much less, and the sup- 
ply is as a rule much greater than the demand. 

The degree of salesmanship varies with the type of individual. 
We have known men and are acquainted with some of them yet, 
that can stand at the street corner and sell anything from a razor 
strop to a secondhand Ford machine ; others again would suffer 
from cold shivers if told to dispose of a sandwich. The fact is an 
indoor salesman does not necessarily make a good outdoor sales- 
man, nor does an outdoor salesman generally become a good indoor 
man, although we admit that some can become either. Howso- 
ever, there are certain verifiable indications that signify whether we 
have an indoor or outdoor man. 

In the indoor man the backward projection of the head from 
the opening of the ear is much greater than in the outdoor man ; 
and as a consequence he is inclined to localize his efforts ; and it is 
through his local acquaintanceship that his main success depends. 

The outdoor salesman cannot boast of such facility to localize 
his activities, his backhead being straight up and down, it disin- 
clines him for indoor efforts and creates a restlessness that only 
an active out-of-door life can satisfy. Furthermore, it will be found 
that even where an otherwise indoor man does take to outdoor work 
it is generally with a view of gaining experience so that when he 
is in a position to marry, he can settle down and enjoy and profit 
by his experience. 

Again, some men are great talkers, hustlers and aggressive in 

45 



their methods, while others are more conservative of their energies ; 
nevertheless both of these types may become good salesmen, the 
former generally will talk a prospective customer into buying some- 
thing that he does not want while the latter will be more at his 
ease from behind the counter where a generous and well classified 
assortment of wares and where through proper display of the same 
he can afford to allow the prospective customer to choose for him- 
self, and with a judicious hint once in a while prompt the prospect 
to buy something he really needs. Of course, there is no high road 
in the process of making a sale, only as the method fits the individ- 
ual can he become a successful salesman. A study of the head and 
facial characteristics as delineated in this booklet is applicable in 
the selection of salesmanship. 

An admixture of the mental, sanguine vital temperaments is a 
happy blending for an outdoor salesman, while the mental, vital, 
bilious, sanguine harmonizes with what constitutes the indoor man. 

The more delicately textured salesmen should associate them- 
selves with the finer class of goods, while the rougher type of men 
will more easily affiliate with the less delicate materials. 

It is equally applicable to the saleslady. A person with strong 
culinary proclivities may not be a misfit in selling eatables, but we 
would more than hesitate before we would recommend her to be 
placed behind the counter of a high-grade jewelry store. 



46 



Deere &Webber Co. 

Minneapolis 



Oct. 15, 1915. 



TO WHOM IT MAY CONCERN: 



Dear Sir:- 



Mr. Joseph Blumenthal gave a series of 



lectures to the principals of our office force 
last winter, which were extremely interesting 
and beneficial to all and we can strongly recom- 
mend Mr. Blumenthal f s work. We believe his 
series of lectures will help us materially in the 
matter of selecting and designating the work of 
our employes. 



Tours very truly, 



CDV:A 



DEERE & WEBBj 




COMPANY. 




Mr. Jas. Blumenthal, 
City. 

Hear Sir:- The more experience that I have with the men that 
you have selected under your system of Character analysis, the 
more I am impressed with the real value of the scientific employ- 
ment of help. The instruction you have given our employment manager 
is proving of great value to him in his work, although for the 
higher paid and more responsible positions, we will probably have 
occasion for a time at least, to call upon you for assistance. 

Yours truly, 



SCHOOL OF AGRICULTURE 
*. F. wooos 01 



Itutiensttg of IKimttaata 

Ikpaxtmtta at Agrirul to 
Intonritg Mztm, &U Haul. Minn, 



May 5, 1914, 



To Whom It May Concern: 



This is to certify that Mr. Joseph 



Blumenthal has by my invitation appeared "before the 
School of Agriculture during the Assembly Hour and also 
before my classes in Industrial Education in lectures 
and demonstrations in vocational guidance. He has been 
very helpful to us in this service and made some analyses 
of students that showed remarkable power in discerning 
character and aptitude. 



Very respectfully, 




. DUNWOOOY. CniiKM 



eOWARO w DECKER. 
M. S. KOON. VICE-PRESIDENT 
JOSEPH CHAPMAN. JR. . VlCE-P.E.lOE 
J. A. LATTA. VICE-PRESIDENT 
A. V. OSTROM CASHIER 

CH AS. w farwell. assistant Cash 

P>. E. M ACGREGOR. ASSISTANT CASHIE 
H. P. NEWCOMB. ASSISTANT CASHIER 
W. M. KOON. ASSISTANT CASHIER 
S. H.P4.UMMER. ASSISTANT CASHIER 
H. J. RILEY. ASSISTANT CASHIER 



%ift gitfttlftotztetn Jfatimtai $mk 
Jltmtmtpaits 

CAPITAL f3.000.000 SURPLUS S2.000.000 



SHP-MG 



July 23, 1912. 



Mr. James W* McCandless, 

Educational Secretary, Y. M. C. A., 
City. 

Dear Slr:- 

Professor Blumenthal spent about an hour and a 
half in this office looking over our employees. During that 
time, he characterized about forty of our clerks. His 
characterizations were remarkably accurate and in but one or two 
cases, would we dispute them. 

Very truly yours, 




THE MINNEAPOLIS JOURNAL 

H.V. JONES, EDITOR 

MINNEAPOLIS. MINN . 



July 31st, 1912. 

Mr. Joseph Blumenthal, 
Minneapolis, Minn*, 
Dear Sir:- 

How will this do? I believe 

your work is most important in any community. I put 
you to the test in several instances where observa- 
tion of ten years over boys has given me insight into 
their character and temperament* You have satisfied 
me thoroughly in examining these cases that you have 
at hand a law of the physical man that works. When 
I look at a piece of wheat, I can approximate close- 
ly its yield based on characteristics that stand out 
to me. As I interpret your work, you judge a boy 
by these same characteristics, and can give valuable 
advice as to the vocation he should take up# 

Yours very truly, 

Editor. 



